* Volume 35 * Number 14
By Roger Smith
Page 2
By зй Шо.
Раде 23
МаКіпр А
Imagine you are driving and you look down at your
dashboard only to notice your gas gauge is on empty.
Deciding now is the time to fill-up, you take the next exit
toward town, and it becomes apparent there are several
places you can service your car. The first place is an old,
run-down station with one pump, no one working and a
sign which says, "Self Serve.” The second place is a full
service station with one attendant and higher gasoline.
prices. Your third choice is a station offering borh self
serve and full service, has а convenience store with several
employees on duty and gas prices that are just right.
Which station would you choose?
То me the choice is obvious — the station which offers
the best value, Station number.
PERSPECTIVE
Difference
At American Income we demonstrate our commitment to
doing it right everyday! Everything we do from claims
processing то fielding phone calls is done with everyone's
best interests in mind.
Our strategy in today's changing market is to provide the
best product possible to the working men and women of
this country, thereby offering them the best value.
At AIL, we are dedicated to building relationships with
our Producers as well. We feel it is our job to support our
Producers so they, in turn, can offer their best. We make
understanding your preferences and needs our number one
priority! This із why we are continuously searching for
ways to improve the way we do business which will make а
difference to you and the markets
three had the right products
with the right price and the
you serve.
We want you to love what you
people available to assist in the FROM THE DESK OF: are doing because when you love
service of the product, Roger Smith what you are doing success just
The decision to buy any mica | happens naturally.
product is usually based on the Marketing Officer of | George Burns once said, “Fall in
best value. In turn, value is
determined by the products
ability to perform its purpose
and the company's willingness
to stand behind its product. If
neither perform, the product
‘ours to win or lose."
“Yesterday is not ours to recover, but tomorrow is
American Income Life love with what you are going to
do for a living. To be able to get
our of bed and do what you love
to do for the rest of the day is
beyond words. I'd rather be а
failure in something I love than
— Lyndon B. Johnson.
and the company will more
than likely disappear.
According to an article published in the December 2001
issue of the National Underwriter, “Companies that will
succeed in the future will move from providing quality to
providing value." In other words, when it comes to
succeeding in the insurance industry, it is not only about
doing things right, but doing the right things, right.
When we sell insurance coverage, we are selling an
intangible. Instead of a product you can hold or feel, such,
as clothing or cars, we sell promises on paper. Therefore,
it is imperative we are able to fulfill those promises.
successful at something I hi
American Income has prospered in this industry, while
others have struggled, because of our commitment to
providing top-value. After all, what is a company without
а superior support team backing it up, and who is a
Producer without a strong company paving the way to the
future? Making a difference is what AIL is all about. We
want to make a difference in your lives and the lives of the
millions of people who count on our products to provide
them with the protection they need. Now, as 2002 comes
toa close lets continue to make a difference and push to
our goal — $75 million. Lers Ride!
2 SPOTLIGHT NOVEMBER 2002 в WWWAILIFE COM
EDITOR’S PAGE
Dates to Remember
Thursday, Nov. 28 and Friday, Nov. 29, 2002
The Home Office will be closed for the Thanksgiving Day holiday.
Monday, Dec. 23 through Wednesday, Dec. 25, 2002
‘The Home Office will be closed for the Christmas holiday.
Friday, Dec. 27, 2002
All business and PR. credits must be received in Waco
to count for December production
Milestones
$100,000 In Force
The following Agents have $100,000 of in-foree premium:
Guy Panno Anita St. Arnaud
James Schneider
Getting It Right
In last month's issue of Spotlight, the number three General
Agent should have been listed as Carey Thompson not Bill
Thompson. We apologize for any inconvenience or confusion
this may have caused.
Look For The Asterisk
The asterisks, shown throughout the magazine, indicate that
place will be a year-to-date award winner. ‘The Producers, who
will be recognized at the 2003 Disney" Awards Presentation, аге
as follows: the top SGA from each category, the top two PR,
Managers and the top three Representatives from each chtegory,
the top five MGAs, the top SA, the top five GAs and the top
ten Individual Producers. Check your production! If there is an
asterisk by your position, you could be an award winner!
Dear American Income. . . І
Dear Mr. Smith:
Dear Mr. Pagano:
Having successfully completed our work at
the 102nd National Convention of the
American Flint Glass Workers Union held
recently in Palm Springs, California, Ган
writing to you that on behalf of the national
staff and the entire membership. We are
looking forward to working with you over
the next three years.
With a fragile economy and ап uncertai
future facing this country's manufacturing
community, I believe it is in our c
interest to work together to insure profitable
businesses, thus ensuring stable jobs. Please
feel free to call on me, or any member of my
staff, to discuss issues important to our
mon
It is with pleasure that I accept АШ» kind
invitation to join the Labor Advisory Board.
The Labor Council for Latin American
Advancement and AIL have had a great
working partnership for many years. As the
newly elected president, 1 am committed to
continuing our efforts to empower Latino
trade unionists and their families.
Access to the Life insurance AIL provides
many of our members is part of feeling
powered. The other is through АП»
contributions to LCLAA. These resources
help us continue our many union programs.
1 look forward to working with you and all
the Labor Advisory Board members.
Published monthly by
American Income Life
Insurance Company
for the dissemination.
of information to its
Agents, Permission
must be obrained prior
to reproduction
or other use of
‘material herein.
common interest. мат vou MARKETING
Yours truly, edil
дос
В —z © ыма
Т TS klen raion
ы PE i
Tim Tuttle
National President ae "
шы хам LCLAA
Required Retention Rate
Beginning Jan. 1, 2002, to be eligible for bonuses and featured in Spotlight, top Producers must meet the required Retention rate,
or the minimum Net to Gross ratio*.
Net to Gross: 77 percent
Retention: 64 percent
+ Net Gm od ld the racer fini orth
©2002 by American Ir
SPOTLIGHT NOVEMBER 2002 WWWAILIFE.COM
income Lie Insurance Company.
Enn
JUSTA WORD
Aiming Higher
When Mark McAndrew challenged us all at the
convention last June to aim higher, reach up to the next
level and become a truly great company, inwardly 1
bristled, “This is already a great company,” I insisted to
myself. However, the more 1 thought about it, the surer 1
became Mark was right. When we become satisfied —
individually or collectively — is when we cease growing.
Ambitious goals are necessary for high achievement. 1, for
one, am glad Mark and Roger are not easily satisfied.
They keep setting new goals and prodding this entire
organization to higher ground.
E:
imagine their own potential,
е sales groups fail because they never let themselves
company with low expectations, would we?
At this year's beginning — worried about the economic
downturn, the volatile world situation, unsteady stock
market and shaky customer confidence — many corporate
heads throughout America were scaling back their sales
expectations for the year. They lowered their goals.
Not American Income! We set our mark upward — 25
percent above the ambitious goal we set, met and
exceeded last year! And thanks to our Field Force's
enthusiastic response and high performance, for six
successive months this year our company has chalked up.
six new records, the very highest
Their self-expectations are too
low. Others fail because they
[ez
sales performances in American.
Income Life's 51-year history.
Other business leaders, in other
bait their trap with misleading FROM THE DESK OF:
sla и organizations, were saying,
expectations. Recruiters hold ЕШТЕ =», were ying, ч
out unrealistic promises of an PONO cech. Lets ушш,
casy way to get rich quick, PED con and scale back”
Following this lure, it does not
take a new recruit long to
become disillusioned.
Nobody grows rich in a hurry,
even while meeting his
monthly goals. That is where
‘great aim.”
“All who have accomplished great things have had
Roger Smith said, "Let's ride!"
And that is what we are doing.
In the process, we are adding
more than $75 million in new
ALP this year — thanks to you!
e [5 There is a real thrill, isn't there,
intermediate and long-term
goals come in, 1 hope every one of us is setting them,
looking down the road, never ceasing to grow.
In April, at the SGA meeting, we held a retirement party
for Stanley Zeidner. After 25 productive years as an
Individual Producer, General Agent and State General
Agent, Stanley retired. He will have to get by on his
$90,000 a month in renewals. That is more than a million
dollars annually! This, of course, did not come overnight,
nor is it the result of average performance. But it is
certainly do-able!
American Income Life is a company with very high
expectations. Face it — we would not want to work for a
in setting a goal and making it?
That is true of a personal goal, or an Agency goal, or a
Company goal. It is what someone called "the lift of a
driving dream." Especially so, when it is the satisfaction of
a team effort, a shared achievement.
That is what every member of our organization feels when
each and every one of us succeeds. It is what you feel
when your Agency is recognized at a convention — the
pride, the excitement, the sense of accomplishment.
The lift of a driving dream! That is a big part — along
with other ingredients | will mention from time to time —
of what makes a truly great company!
4 SPOTLIGHT NOVEMBER 2002 = WWW.AILIFECOM
PROMOTIONS
P
Justin Anderson
Alan Jennings
Utah
Cheryl Brottem
Alan Jennings
‘obama
Edward Daley
Giglonerster
Massachusetts
ету Griggs
Vid Basov
Tens
Lad Hrovat Michael Johnson
Bil Jennings ‘Shashi Paris
Colorado South Carolina
Kirk Kupsky David Laggan
Geneser man Rob Boles
шек Ohio
Mellgren Robert Morton
Gary ier. A Shahrak
Wisconsin North Carolina
William Plunkett Dennis Pochron
James Surace
о
John Seabourn
Roveri Sith
Okahona
Silas Thomas.
Adam Мена
Chris Lafond
Nebraska
Promoted To General Agent
William Askew Roman Berman
An Jennings Giglone Brister
Michael Christensen | Bret Fels
Geneser-Bitman
"inis
Shahzad Khokhar
Ontario
Gary McClanahan,
Larry Geneser
шегі
Michael Stanford Christy Stare
Alan Jennings Dennis cler
Utah Peansyvania
Promoted To Master General
Lorena Barriere
David Cohen Ricx tig
Dennis Kelleher Abraham Kim
Gigione-Bster David Cohen
Massachusetts сайта
Linda Baucknecht-Hicks S
gent
Vicki Bealinan Gabriel Војо Elaina Bosco
КЕЧ ‘avid Cohen Tom Willams
Virginia ста 22
Don Buttery Timothy Cantwell Michael Chesney
КОЗ lon Jennings Gonesetnan.
Ontario Utah Minois
Byron Fletcher Robert Gauci Joshua Goodman
Guy Roule Nicholas Nitkowski Bil Jennings
Vermont Louisiana Colorado
Nathan Heimlich Dina Hohn Robert Houchin
Rob Boles Chris Lafond ‘Geneser- Biman
Kentucky Nebraska Minois
Craig Jorge Matthew Kennedy Jobn Konapka
Gary Beer Erie Giglone
Wisconsin Now Jersey
Neil Lilly Evanne McKenzie.
Eric бйле ‘Steve Friedlander
Pennsyivania Non 2eaiand
Suzanne Neff Derek Palmer
Kevin Pawlowski ‘Alan Jennings
төм Utah
Jones Porter Judy Ramos
Robert Sith Gigllone-Brister David Cohen
онтоп Massachusetts Calera
Kin Seong Dan Simperi William Slocum
Joshua Chalom Steve Friedlander ames битсе
Ontario New Zealand Pennsylvania
Sergey Tovmenko Tiffani Tran Michael Ungerleider
Lary Geneser Giplone ster Er Gigone
Missouri Massachusetts Now Jersey
ТЕСІГІ
Robert Paterson
Hew Mexico
Alex Bluhm Ken Boore John Bumett
жолға Vad Basov Vad Basov
Сақта Texas
Floyd Hines E
Hurst Корр Giplone Bitur
Aransas Nostochusots
Bradley Kincaid Gene Lancour Anderson Louima
Fick Aig A Staak Ton Wii
нонй p таша
Ted Poulos Maia Putte Merari Rodrigues
о-в" Hurst Корр СЕК
Wossschsets зате Massachusetts
Anthony Thomas Brod VanAlfen
Tom Williams Giglione-Brister
кош p
Agent
va Beckly Майа Bellajaro Sean Coggins
Pick Aig Fick Ai К
Mimosaa кш pos
Scott Mitchell Alex Roland James Sun
Kavin avis Chris Latona таш
Toas [m Washington
SPOTLIGHT NOVEMBER 2002 WWWAILIFECOM
Eric Brookshire
Tim Schroeder
Lousiana
Kevin Costello
Eric буть
Nw sorsey
Christa Grantham
Vie Hancock
Indiana
Gregory Krid
төле >
South Dakota
Todd Kuen
Gary Bieler
Wisconsin
Glenn McSweeney
Alan Jennings
Von
Daniele Patch
АЛ
Nevada
William Rowland
Rober ith
Oklahoma
Ату Snyder
Ton vans
поа
Kenneth Vidacovich
ЕСТІ
таа
Kendal Borns
ЕТЕГІ
тем
Todd Jordan
Rick Manstilé
Maino
Larry Lozano
желі
Сайта
Detrick Smith
Kevin Powowski
төш
Lincoln Fischer.
Rick Al
Tennessee
INDIVIDUAL PRODUCERS
Woodridge, IL
3. Marlon Underwood.
Woodridge, IL
Los Angeles, CA
Jacksonville, FL
Concord, CA
Great Neck, NY
4. Eddie Norman
Woodridge, IL
6, Lance Brown
Las Vegas, NV
8, Steven Johnson.
Framingham, МА
Ft. Lauderdale, FL
WWWAILIFE COM
All Time Record to Beat
сайа Miller
1. Timothy Cruise
. Teddence Bailey
. Marlon Underwood
. Eddie Norman
. Yvonne Hernandez
. Lance Brown
. James Dattilo
. Steven Johnson
. John Rice
. Jennifer Baron
Daryl Kenney
Paul Kress
Barry Rehm
Matthew Wolfanger
Russell Morris.
Mervyn Ee.
Shamshinder Sidhu
Benjamin Glover
Philip Wiley
Arthur Westergren
21. Ronald Магх
22. George Hays
23. Wai-Ming Wong
24. Rajeev Arora
25. Kirk Kupsky
26. Susanne Munro
27. Camy Smith
28. Alfred O'Connor
29. James Lawrence.
30. Charles Paclik
31. Suzanne Stenger
32. Jim Bianchi
33. John Chamblee
34, Robert Ulreich.
35. Jason Schlomann
36. Ed Kimm
37. Cal Bogert
38, Maia Pruitt
39. Mark Bleier
40. Chris Hernandez
41. Michael Boniszewski
42. Rudi Camenzind
43, Gary McClanahan
44. John Franklin
45, Janice Olfus-Carter
46. Steve Fujitani
47. Allen Green.
48. Kent Booze
Lori Turping
. Marlaina Lago
Ввазәәкавссаоесштотькем
INDIVIDUAL PRODUCERS _
Eric Nichols
96 Theodore Pappas
Marlon Underwood.
Eddie Norman
a David triye
Darren Miller
James Dattilo
97 Dennis Kelleher
Doreen Ryan-Foti
William Cook
95 Marlon Underwood
95 Mindy Guisewite
89 Ladislav Lesanek
Paul Rumbuc
94
90 Russell Chang
Brian Traboulay
Brian Schaefer
96 Derek Hartley
9 Erik Graham
Gregory Partee
Lee Conti
Rajeeve Arora
Damon Hartley
Steven Greer
Israel Pena
Steven Greer
Vito Pecoraro
Eric Neal
David Hausman
Paul Rumbuc
Roger Johnson
Jonathan Saluk
James Sun
Patrick Shehan
Gordon бейіп
Charles Todd
Paul Rumbuc
Erik Graham.
Patrick Shehan
Cathy Thompson
Раш Hardy.
Ronald VanWoesik
Lori Turping
Jonathan Saluk
SPOTLIGHT NOVEMBER 2002 в WWWAILIFECOM
Year Ез Octoher Qualifiers
$41,337. 2001
| netaip | wc [no | мл | — so |
Scott Smith.
Richard Rutt
Scott Smith
Scott Smith
David Cohen
Cohen-Hartman — Y
Marc Zipper.
Giglione-Brister
Jatott-Foti
Tom Williams
Scott Smith
Matt Blumert
Ali Shahrak
Durhon Oldham
Marc Zipper
Rick Alig
Rick Alli
Vic Hancock
Ali Shahrak
Tom Williams
David Cohen
Vic Hancock
David Cohen
Rick Alti
Geneser-Bitman.
Durhon Oldham
Tom Williams
Durhon Oldham
Eric Giglione
Geneser-Bitman
Eric Giglione
Duron Oldham
Wittenbach-Ostrovsky
Jatoft-Foti
Richard Rutt
Rick Altig
Larry Geneser
Hurst Kopp
Gary Bleier
Scott Smith
Durhon Oldham
David Cohen
Larry Geneser
David Cohen
Tyrone Conard
Rick Altig
Richard Rutt
Vlad Basov
Rick Altig
Richard Rutt
2 Percentage of Net to Gross
7
INDIVIDUAL PRODUCERS
All Time Record to Beat
Net ALP Year
Timothy ( $242,696 2000
. Timothy Cruise
. Marlon Underwood
. James Datlilo
. Lance Brown Darren Miller Cohen-Hartman
. David Wang Y David Wang Scott Smith
. John Rice T Doreen Ryan-Foti Jatoft-Foti
. Kelly McDonald 4 Jatoft-Foti
Ruben Soberanes { Doreen Ryan-Foti Jatoft-Foti
. Jim Bianchi 122,704 Paul Rumbuc Durhon Oldham
. Jennifer Baron 119,281 William Cook Tom Williams
‚ Matthew Wolfanger 118,886 Paul Rumbuc. Durhon Oldham
Ab-Karim Wali 118073 Melinda-Rae Lyse Rick Altig
Јову Kennedy 116,565 Gary Williams Rick Altig
. Roland Parker. 116,159 Tom Williams
Russell Morris 115,820 Marc Zipper
Raymond Lau 111,396 Roger Fung Rick Altig
Andrew Rosberg 108, ТА Theodore Pappas Richard Rutt
David Tubbin David Tubbin Rick Altig
. Joshua Robinson d Leslie Taylor Geneser-Bitman
Alex Roland Alex Roland Chris Lafond
. Сату Smith i Israel Pena Tom Wiliams
Anita St. Arnaud j T Christine Hartman Cohen-Hartman
Mark Bleier { T Gary Bleier
|. Kendra Roberts | Robert Delesky Eric Giglione
. Guy Раппо 1 David Cohen
. Keith Zabrocki | Bruce Hennick Marc Morton.
‚ Douglas Bauknecht Gary Williams Rick Altig
Clay-Nghla Nguyen [ Ronald VanWoesik Vlad Basov
Julie Wells . Nickolay Gusev Уай Basov
Ramin Maghsoud Уай Basov
31. Scott Remmey Jeffrey Dinocento Eric Giglione
32. Leslie Taylor . Leslie Taylor Geneser-Bitman
33. Steve Foti Steve Foti Jatott-Foti
34. Larry Wright Robert Patterson.
35, DeMario Cooper DeMario Cooper Geneser-Bitman
36. Moneesha Smith Jeffrey Dinocento Eric Giglione
37, James Schneider ‘Michael Knapick Scott Smith
38. Carl Boldon Charles Todd Scott Smith
39. Scott Kangas Wendell Bangs Rick Altig
40. Chris Hernandez Charles Todd Scott Smith
41, Lynn Erickson. David Cohen
42, Abdulrazzaq Ahmed Abdulrazzag Ahmed Scott Smith
43. Maria Esposito Christine Hartman Cohen-Hartman
44. Allen Green Richard Rutt
45. David Jackson , Tom Wiliams
46. Harold McSweeny M б Ed Orell
47. Eric Guinn ï Derek Hartley Ali Shahrak
48. Gary Ponting 3 Anthony Zuppe James Surace
49. Patrick Parisi Herman Libman Lisa D'Amico.
50. Samuel Cohen. Eric Giglione
* Percentage of Net to Gross
YTD Qualifiers
Scott Smith
Scott Smith
Mare Zipper
Eric Nichols
Marlon Underwood
James Dattilo
8 SPOTLIGHT NOVEMBER 2002 в WWW.AILIFECOM
COMMUNITY INVOLVEMENT
MONETARY DONATIONS
Rick Altig Agency
% Donated $25 to the ATU 1505 annual Christmas party.
Contributed $100 to British Columbia boxing.
Gave $5,000 to Washington State for Referendum 51.
Donated $85 to the Washington State Labor Council for
door prizes.
Donated $110 for a WSCFF fund raiser.
Contributed $2,000 to the Tennessee AFL-CIO.
Contributed $50 for a BAC Local 1 raffle.
Gave $50 to the Ottawa Labor Council for a dinner to
honor Nancy Rich,
Gave $300 to the Oregon Labor Round Table.
Donated $200 to the ІВТ 81 golf tournament.
Contributed $60 to the Oregon AFL-CIO.
Contributed $72.42 to the Alberta Juvenile Diabetes
Research Foundation.
Gave $91.58 in door prizes to the IWA 1-3567.
Contributed $500 to the SCFP 2815.
Donated $200 to the TUAC 500 Gala.
Contributed $1,000 to the Minnesota Bowling.
Association scholarship fund.
Donated $250 to the IBT 599 golf tournament.
Contributed $194.22 to the British Columbia
Snowmobile Associ
«+з» „өөө
Gave $300 to the Carpenters 1325
Donated $316 to the Big Island CU League.
Donated $600 to the Elevators Union Local 126.
Contributed $300 to the OCUMA golf tournament.
Gave $250 to the APWU 2756.
Donated $300 to the Oregon ACPO conference.
Contributed $3,169 to Alberta Fish and Game.
Donated $100 to the ATU 1505 for their annual dance.
Gave $460 to the Alberta Building Trades Convention.
Gave $2,500 to the Manitoba Federation of Labour.
Donated $116.96 to the Manitoba CEP for Jerry Woods’
retirement dinner.
Contributed $250 to the Cement Masons Local 528.
• Donated $413 to the IBT Joint Council golf tournament.
е Gave $100 in gift certificates to the Cedar Rapids
Hawkeye Labor Council.
* Donated $265 to the CWA 3808 golf tournament.
Altig-Martyn Agency
© Contributed $400 to the Ontario Brantford District
Labor Council.
David Cohen Agency \
® Donated $1,000 along with the Furer-Whittinghill
Agency to the Labor Agency golf tournament.
‘© Contributed $200 to the Turkeys for Tots program.
Cohen-Hartman Agency
е Contributed $500 to the Building Trades golf outing.
© Donated $500 to the CWA Hope 2002 golf outing,
% Contributed $1,500 to the United Nurses Association
of California.
Lloyd Fitzgerald Agency
® Gave $500 to the Credit Unions for Kids golf outing,
Mark Hancock Agency
* Contributed $2,000 to the Teamsters Local 135
scholarship fund.
‘© Gave $100 to the Indianapolis Fire Fighters Local 416.
© Donated $100 to the Indiana Central Labor Council.
Vic Hancock Agency
© Gave $100 to the IBEW 816 annual golf outing.
© Contributed $100 to the Kentucky Credit Union League.
Mike Jones Agency
© Contributed $750 to the Toledo Port Council.
4 Donated 82,000 to a United Way/Labor golf outing.
Nick Nitkowski Agency
© Contributed $100 to the Plumbers & Steamfitters’ Local
Union No. 60 Megan Taylor education fund,
Shashi Parekh Agency
е Gave $250 to the AFL-CIO scholarship fund.
© Donated $50 to a Mt. Olive church group.
Total $29,878.18
OTHER DONATIONS
David Cohen Agency
4 Donated two DVD players to the Ironworkers 416
annual picnic.
Lloyd Fitzgerald Agency
% Donated the top prize for the Southeast Community
Credit Union's miniature golf tournament.
SPOTLIGHT NOVEMBER 2002 в WWWAILIFE.COM 9
RETENTION BONUS RETENTION BONUS
= | m
‘QUALIFIER AGENCY AGENCY QUALIFIER AGENCY QUALIFIER ин ишни и.
Cuse amt Vatenbach-Ostrovsiy Loren Cardwell Мак Moron Беу Микон | Geneser. $095 — Brad VanAen. Gigione Brister gne 72 Sigh
к as fs Шы” m EIs 90 [Im = ЫБЫ = E men. пе
: ДЕ Ec 2
Marion Undamood Басти от Mara Chant атин Cohen ED M к Vas Basov ЕГІ n -— [OE Rog.
D —XE Шаты Ше iue | E ЕШ шш Бл CO ШЕ
Dp R Же сш (Бал LC EE ШО ЕЕ fe EM ake see E mul" o mn
алы) 3 Қа em R ees! — EM Ea 3 "E
ONE CONES и ee mue m. LE ES ш EI Je Be
i ее = m с
Е Ед me сш Бшш iem ERES Е Е. к р om
Füicev Arora. Rok al Er] Lany Geteser КЕРА БУА Toney = rh раға ой ЗЕ Tom Wins
DL AE. Ей ОЙШ, кыт Шалды, — Ue LI Е оз. sie, mre x
т. ва іп mm d Ere ERS = Em o Bum Emo Dus sm
EG, iur EX Шо uem So eee Se ШТ БЕ 2 == ses к
Roban rich aderat LE Km EM Marzo Petersen Б LL da ЖІ MS ES a Шен НЫҢ
[1 И В. Е. m E, а, = Soke e — BEES сы
[I NE is ES 2%. I ux ONES B m [ES E
шола Шо D E Жалы | E EL BE шш Е:
ERE imam [б Жозе) Еш. тыы Ст Кш mun ee шш a A 3
Em Шы рк кош, са Бо AE pn = m D Env Rie E E dc
Башы Жа Em бы» шы EN. Imo EM Е Б л мн бшш, 272)
Aen Gren Ron har з Mw Er Ка Fr rone [3 ЕЛІ. po] КЕЕ Baten
Arm Батые ее ON а Е cl E Ree 2255 | mue Eu
Бисти Ord Coren LE брт ibo. К Шетен | Бабам a Сна m ри
CONEE E - E MEX. Жала C ED E Exe m E wx. о uem
em ES ы шш -— E р E: E our o m I" A ШОШ
Бю» Во mu. ES EX ‚ AE — ны Е Е Er
орала КА; 296 Кей Boze Vad Basov Eran oats E ря ж f 6-9 X Mee A
ven Jerson инь Em Уза Basov Gar Sew Ep E: ary Genser mi epe к ЖА алы ы |
E om IO шш Е 15 E ШЕ ЕЕ Be EB mure НЕ FE" Ша ы
mee IM D EO. my {б gue. КШ = zm Ha M EMIT - ©
anes oo с шыла, | ee P Me саз [EE E mum iex E omne m
ie БІ 228 —XE I- БЕ Exc" Eu. — B mo оша E om ial
[c ME о hee = ТЕ nns БЫ EE E ome Ere
Em ыз р Eyee Eee pa We шд, E cs. [Ene Ha тз» 0 шл M
кө Моо Penis p за ЕЛІ ewige 513 Ms Cameron ни!
Seer а рш S E юш E Coma E, @ == COME ES
nor Zw E Bice dames sun [^ [4 з Мез КЗ $019 Моб Seo sn
Bu — E, gx z [LIONE БЕ ә. Е Е E muon шш
dr 7 E Б Ез Бш Е 2 = кшш ЕНЕ mS не Em
Us Шо к ш > Ё i рс ЕЕ ЕШ ay Sis ES
Ext Ec CE шс = = CE EN Б M fees и
ay Str is E Ser dn m © Бү oe ЕЕ 9а FE шры
Шыны) ОШ шш ш шы КТ EIU 8 бшш. UB А
Аюу Chiman бау Bieler ona Wiha Rican any Genesee ка Әдеті Mam Homman Tuum mue - йн Мам Seah Claim
or Е IE кошы Be = ы Е RE ЕШ Ei oem E
E E LEE Пе век — 3 ЖЕ ЕЕ: E mr om
о шд = plea EX mes ЕЁ E E! E
Im lee ED сс жасы pb Еш БЕ Exe pu
944 Маа Bollajaro талқ, Sud — in [7 Gordan | Tim Schroeder 711 Тал Hovalchantu. Robert Hu
MB mese ш Ко Sa аа ШЕ HE AEN NET E КЕ
DE Шел, ше mum En m pe ЕБЕ ЕЕ fi 58
һа төлеп тэш, ЕЕ ее (Б ЕСЕ & E 4E
i кшш шш Оз Ы mue бє BED m ES ener Mate
CPI NE ETE i me ШЕ Е E CE C.
ME mee. um кайы Шш ie, тт ЕШШ — m E Боки" (uum
5 Біл. BL жезде а Eo Us LE ше
I2 сеч на E aS Lc. E ан DO E cu
MS Я Шы ЕШ, got, кшт ш ақы ЕН E = 5
ПШ йт ш р» Е Бл E Е ЕЕ 2. л Шау
ТШ 8. = ЖІ, сала, тые © = [D Ы NE Е
E ee ЕИ Б ше H2 Ша” Ба OM
а ES ыы Ж :
ay Бс gee E = BU fe mue 1
D ue = Em EX ILE = Em m E EM ша
КІЛІ any Gite oras Gora Ten mana КЕЕ Mar voren + ELM [E Sn изын
CE ЖЖ ЕТ ЕЕ: mU 2 Балы Е [3 "— В
БЕ om imm, ES m Eum = = = шщ
m s E Ss. ша | mm ux ВЕ sm T бш
ОШ» SES Шеше Шу c NE ЕЕ E Бош шн
ir өле Сі E EE my Em ы Em E Шо E
202 Stee Doui ‘Gi Lalo lam Troroson Ve Hareact po ы NO Nanosi ЕЛЕСІ = у og
fe ны BS EU Nem ES nem кошот Б m mue ся
SINO Chr бизе КҮ Baren Dunen Oiane Pipe eons Baman Е oe, A. Mada Ro
51700 Douglas Lampugh Steve Fedander Huber Li 1221-24 ae К То Conard Е Adam David Cohen
EE ES са HE pe E Eu nm
Есе = u > [E p FE mue"
ie mere осе LEE эй [— E pradan HE Е Emu" ШЫ
1E cum Шш e. № Dae соз тшш с Б wu ШТ
ТЫ Шоо, — CE = EE T MEL. M E
Ds rues в LI 2 iem EU EE E
B oHm Rek, Ка Еее ion ndn Б Ка Ете) E Total Bonus Рай! Out
mum, 55. co EE х=. ir E 5 хе 2 E:
БЕ Loyi Kesse ‘Gere annan Салатата Мыш Се E i ome. [o E $609,961
ET > Еге ы == i B
шеше ЫЖ AE nya ШШШ [— Шш. к Шш қыла = ош
10 SPOTLIGHT NOVEMBER 2002 в WWW.AILIFE.COM SPOTLIGHT NOVEMBER 2002 в WWW.AILIFECOM
НН
ШЕШЕН
11441141
E teeta seat ssa
ЗЕЕ
55556
geggi
SUPERVISING AGENTS
Raleigh, МС
Pellicciotta
Raleigh, МС
Month: $43,409 1st Yr. Gino Тап Month: $50,606 Net ALP Chad Roehrs
. Eric Topper $32,732 Ladislav Lesanek | Ali Shahrak
‚ Michael Pellicciotta. 29,728 Marc Rosen Eric Giglione
Lesloy Habers 19481 Yumiko Yamashita | Ali Shahrak
John Konopka 19,142 Byron Watson Eric Giglione
Judy Ramos 17,669 Lorena Barriere | David Cohen
YTD: $237,992 Net ALP Vladimir Opra
. Susan Schweitzer | $95,138 $158,992 Wendell Bangs | Rick Altig
Tracy MoNallan 87,968 129,153 Wendell Bangs Rick Altig
YTD Production
Darren Brink 61,347 94,236 Nickolay Gusev | Маа Basov
Todd Faulkner 59,381 89,455 Ladislav Lesanek | Ali Shahrak
Michael Czopek 57,152 105,163 David Hausman | Егіс Giglione
Supervising Agent selection guidelines for recognition in the Spotlight are as follows: Must have one First Year Agent coded and meet ай production requirements.
12 SPOTLIGHT NOVEMBER 2002 ж WWW.AILIFECOM
1. Kevin Thornburg
2. Joshua Robinson
3. Bret Fels
4. James Boucher
5. Samuel James
6. Brad VanAlfen
7. Denise Bateman
8. Jason Schlomann
9. Francisco Perez
10. Kevin Leonard
GENERAL AGENTS
2, Joshua Robinson
Swansea, IL
Ft Lauderdale, FL
Month: $102,403 tst Yr. Eric Neal Month: $111,262 Net ALP Eric Neal
Ridgeland, MS
X
Damon Harlley
Leslie Taylor
Eric Neal
William Cook
Dennis Kelleher
Brian Traboulay
Jonathan Saluk
Jeffrey Dinocento
Marlon Underwood
Geneser-Bitman
Geneser-Bitman
Tom Williams.
Wittenbach-Ostrovsky
Giglione-Brister
Rick Altig
Richard Rutt
Eric Gigllone
Scott Smith
Geneser-Bitman
21. Samuel James
* 2. Scott Geisel
*3. Jim Bianchi
* 4, Jeffrey Ravnitzky
* 8. Francisco Perez
6. Hal Herman
7. Joshua Robinson
8. James Boucher
9. John Huber
10. Dorian Oldham
$252,969
237,160
203,588
173208
171,109
157,701
156,118
146,956
143,339
140,812
YTD: $489,120 tst Yr. Eric Neal YTD: $864,620 Net ALP
$323,471
283,765
318,826 Раш Rumbuc
220,202 Israel Pena
255,845 Jeffrey Dinocento.
238,701 Раш Rumbuc
251,517 Leslie Taylor.
206615 William Соок
248,201 Jeff Dinocento
202,154 Paul Rumbuc
Lisa D'Amico
Durhon Oldham
Tom Williams.
Eric Giglione
Durhon Oldham
Geneser-Bitman
Tom Williams.
Eric Giglione
Durhon Oldham
Witlenbach-Ostrovsky |
General Agent selection guidelines for recognition in the Spotlight are as follows: Must have two First Year Agents coded and meet all production requirements.
SPOTLIGHT NOVEMBER 2002 æ WWWAILIFECOM
MASTER GENERAL AGENTS MASTER GENERAL AGENTS
October Production Month: $190,653 tst Yr Slav Bilman Month: $236 811 Net ALP Ed Orell
Rochester, NY Edison, NJ Д 1 t de Е D 43 B |
1. Paul Rumbuc 80.8 24 Durhon Oldham.
2. David Hausman 644 22 Eric Giglione
3. Eric Neal. 65,8 19 Geneser-Bitman
4. Steven Greer 832 10 Durhon Oldham
" жәе 5. Jetfrey Dinocento 719 21 Eric Giglione.
a 6. William Cook 737 16 Tom Williams X
7. Jonathan Saluk 78.0 10 Richard Rutt 9
` 8. Brian Traboulay 736 11 Rick Altig.
9. Leslie Taylor. 76.2 7; Geneser-Bitman
= 10. Melanie Cohen. 720 13 Giglione-Brister
Swansea, IL 11. Mare Rosen 767 d Eric Giglione.
12. Marcellus Adams 66.0 24 Allan Jennings.
13. Theodore Pappas 772 7 Richard Rutt
14. Yumiko Yamashita 684 13 Ali Shahrak
15. Joseph Diecedue 645 9 Nicholas Nitkowski
16. Dennis Kelleher 8 Giglione-Brister
17. Russell Chang. 80.6 8 Rick Altig
18. Eric Nichols 66.5 7 Scott Smith
19. David шуе 72.0 16 David Cohen.
6, William Cook 20. Gregory Partee 68.6 9 Vie Hancock
Edison, NJ Ft. Lauderdal
Durhon Oldham
21 Eric Giglione.
18 Geneser-Bitman
2 Eric Giglione
Great Neck, № 2 Rick Atto
16 David Cohen
13 Furer-Whittinghill
' 36 Tom Wiliams
14 David Cohen
8 Соһеп-Найтап
| 18 Jatott-Foti
4 Scott Smith
1 Eric Giglione
10 Durhon Oldham
9, Leslie Taylor 10. Melanie Cohen. 9 Vic Hancock
‘Swansea, IL 11 Eric Giglione
18 Altig-Martyn
Brandon Geneser 683 9 Larry Geneser
18. Theodore Pappas 432988| 473608 | 72 ў Richard Rutt
. John Akers 476,364 т14 7 Chris Lafond
Master General Agent selection guidelines for recognition in the Spotlight аге as follows: Must have four First Year Agents coded and meet all production requirements,
SPOTLIGHT NOVEMBER 2002 # WWWAAILIFECOM SPOTLIGHT NOVEMBER 2002 и WWWAILIFECOM 15
Раш Rumbuc
$14,342
Eric Neal
$11,169
David Hausman
$11,059
Steven Greer
$9,632
Jonathan Saluk
$7,695
Bill Cook
$7,767
Russell Chang
$7,297
Pat Shehan
7,242
Marc Rosen
71
Leslie Taylor
$6941
Gregory Partee
36,756
Jeffrey Dinocento
36,683
Dennis Kelleher
$6,088
Ladi Lesanek
$6,061
Theodore Pappas
$5,809
Ronald VanWoesik
,635
Eric Nichols
$5,129
Roger Fung
$4,944
Bronson Zolik
Steven Вай!
$4,809
Erik Graham
MANAGEMENT BONUS
Monthly Management Bonus
65 Percent and 70 Percent MGA Contracts
57.5 Percent GAs Coded Under MGA
October Bonus Qualifiers
Marlon Underwood Brian Waller Lorena Barriere.
$4738 $2,526 $1,112
Steven Jakubczak Steven Lee Dorian Oldham
$4731 $2491 $1,066
Joseph Diecedue Timothy Collier John McGrath
$4727 $2,397 $1,051
Lawrence Hauck Marcellus Adams Francisco Perez
54674 $2,355 $986
Brian Traboulay Christine Hartman William Thompson
$4,649 $2,312 $964
Mathew Hart Mahmoud Kenareh Gregory Jeffers
$4,648 $2,238 5779
Brian Schaefer David Tubbin John McCreary
$4521 $2,158 5741
David Iriye Sidney Hodgskiss Eric Grier
$4,520 52098 5713
Robert Delesky Yumiko Yamashita Jim Bianchi
$4,394 $1,984 $698
James Beck Ша Orlovic Denise Gilbert
$3971 $1,854 $694
Jay Mullins Lee Conti Bret Fels.
$3,538 $1,850 $686
Bruce Hennick Roger Geering Jerald Muhammad
442 $1,497 $641
Cathy Thompson Wayne Hendricks Denard Cooper
52257 $1,447 $591
DeMario Cooper Nickolay Gusev Matthew Wolfanger
$3,178 $1,381 5465
Мех Roland. John Akers Narinder Dhillon
$2,975 $1,328 5460
Henry Moran Kevin Leonard Lisa Donoghue
$2,895 $1,303 $458
Byron Watson Tim Thompson Emmanuelle Fantoli
$2,862 $1,296 $456
Kevin Khadivian Joshua Robinson Robert Tooley
818 $1,292 $454
Israel Pena Rajeev Arora James Boucher
$2814 $1239 5453
Ron Howell Jeremy Welch Rick Choptuik
$2,722 $1,137 $439
James Logan Jason Schlomann Donavan Locklear
$2,626 $396
Total $287,964
SPOTLIGHT NOVEMBER 2002 в WWWAILIFE.COM.
Scott Blum.
$380
Thomas Alligood
5378
Asif Javaid
$367
Eric Tuttobene
$364
Barry Deardortt
$330
Melinda-Rae Lyse
$325
Gary McClanahan
$311
Gary Selesky
3311
Robert Olive.
$298
Gabriel Springer
$290
Charles Rodriguez
$289
Joseph Ricci
5289
Brad VanAlfen
$281
Denise Bateman
$280
Kent Booze
$267
Keith Zabrocki
5266
Scott Georger
$264
Hal Herman
$209
Jeffrey Ravnitzky
$187
John Huber
$95
SGA DEVELOPMENT
The Work of the Leader
I have researched, read and thought a lot about our
profession and the many roles we take on within that.
profession. 1 have also done a great deal of thinking
about the qualities, characteristics and prerequisites of
leadership. Based on this reflection, I have reached а
number of conclusions.
For one, I have concluded that leadership is only
possible where the ground has been prepare
advance. То а certain extent, I will be the first to
admit, this process of ground-breaking is beyond the
control of a lone individual
the more you know, the more of an expert you
become, and the stronger leader you will be. A
leader must also be able to express empathy, У
Empathy is the ability of putting yourself in other
people's shoes. Being able to empathize with your
clients, prospects and Agents will help you deal
effectively with the many issues which arise that
these people will be looking to you to solve. In my
experience, both of these traits can be cultivated.
The leadership equation requires yet another vital
prerequisite, Leaders are not
in a large company like
American Income Life. If
s not
only shaped by their
environment; they also take
active roles in remaking that
ап organizatior EN S
pulling for you, you are Бо ESR environment in productive
likely to be hobbled from Vice Pesidentorsca | vov. In other words, true
the start. ТІ и leaders create organizations.
Fortunately, for all of AIL yl
current and future leaders,
we understand the need to
до to greater lengths to
groom and develop our
leaders. American Income
“The best lenders are clear. They continually light
the way, and in the process, let others know that
what they do makes a difference."
that support the exercise and
cultivation of leadership. This
can only be achieved through
rigorous and systematic
organizational development.
— Anonymous
The work of leadership is
is constantly looking to
broaden the skills and knowledge base of its people.
A leader, however, is not simply a passive vessel into
which we can pour our best intentions. Personal
development is the first important building block
of leadership.
To lead successfully, a person must demonstrate two
active, essential and interrelated traits — expertise
and empathy. A leader must be “in the know” when
it comes to their profession. АШ that simply means is,
therefore, both personal and
organizational. The bad news is, this means lots of
hard work. The good news is, leaders are made, not
om.
Lam convinced that anyone who wants to work
hard enough and develop these traits can lead.
Lets continue to improve ourselves as leaders
and understand what the ancient Romans meant
when they said, “A learned man always has wealth
within himself.”
SPOTLIGHT NOVEMBER 2002 в WWWAILIFECOM 7
STATE GENERAL AGENTS STATE GENERAL AGENTS
Eric Giglione
OCTOBER PRODUCTION YEAR TO DATE RAUS
1st Yr Aui Ast Yr
мен| sas Doan Drean [| мағ
55,505,61
YEAR TO DATE DUIS
1st Yr
ШЕРУЛЕРІ
$2,013,659
5 2 1,007670 4804 yes 20 262,
709 6970 468000 Мз 71735
712 970491 480000 202 1,251,683
349905 300000 117 441404
T 781 694784 432000 161 968,401
49718 603 | 900692 480000 188 1040507
Net ALP
Erle Giglione 5456194 5164000 $592,480 54232499 $1,680,000
Rick Alti 931,556 468000 1434973 0 7,766,802 4,608,000 %
Larry Geneser 173396 108000 249964 4 2,453,347 1092000 225
Soott Smith 290,010 240000 661,127 3 304317 2244000 1%
Richard Ни! 186,694 156,000 201,758 1,118,727 1,500000
David Cohen. 162,22 156000 283951 1,787060 1488000 120
Durhon Oldham Robert Hughes
Category Il OCTOBER PRODUCTION YEAR TO DATE PRODUCTION
OCTOBER PRODUCTION YEAR TO DATE PRODUCTION
1st Yr
ТМ меш еее ШІ тезі есеге ШІ көн д к
Durhon Oldham $228,933 572,000 318 807 $1,640,353 $720,000 228 $1,997,943
575,391 1 $135,461 $72,000 188 $158707
Giglione-Brister 117,863 84,000. 140 Sed 85 694,102 492000 141 852,246 73.343 ier ў 680. 666171 360,000. 185 806389
Vlad Basov 95998 8400 14 115281 764 667886 660000 101 120352
67184 36000 м 684 413,806 360000 1156 747670
5257 36000 z 720 337,177 360000 572,937
39515 | 35000 659 317676 360000 554,928
Tom Williams
Category Ш OCTOBER PRODUCTION YEAR TO DATE PRODUCTION
Ast Yr 1st Yr Of
Standard ЕЯ nerap [na| min | JY; [stantara] $0! | Net ave
Tom Williams $144,584 568000 713 $1,475,921 5600000 246 $2,053,161
‘Allan Jennings. 123675 60,000 Ж, бие. 670 571276 458000 125 695,047
Marc Morton. 118,652 60000 198 150,601 719 1,007,475 600000 168 1230150
‘Vic Hancock 104982 60000 175 145674 88 312465 180,000 174 402657
Shashi Parekh 7689 6000 128 94920 5 102,191 120,000 133,595
SPOTLIGHT NOVEMBER 2002 ш WWW.AILIFECOM SPOTLIGHT NOVEMBER 2002 в WWW.AILIFECOM
PR REPRESENTATIVES
PR Manager
Debbie Enstedt
Winnipeg, MB.
D] At Wall Jacqueline deVooght
Toronto, ON Calgary, АВ
Category B:
Joseph Ward Vivian Dwyer
Swansea, IL Raleigh, МС
^
Category С;
Roy Jessome Darrell Dorey
Halifax, NS Halifax, NS
20 SPOTLIGHT NOVEMBER 2002 = WWWAILIFECOM
PR REPRESENTATIVES
October Production YTD Production
PR Manager No. Cards SGA PR Manager No. Cards SGA
1. Debbie Enstedt 18,855 | Rick Altig “1, Debbie Enstedt 173,249 | Rick Altig
2. Al Wall 6747 | Joshua Chalom 72. Malka Arony 44175 | Cohen-Hartman
3. Charles Hill 607 | Jatott-Foti 3. AL Wall 32542 | Joshua Chalom
N
All Time PR Card Production Record
18,960 cards Anthony Genti YTD: 61,879 cards Denise Bowyer
No. Cards Category A No. Cards SGA
. Al Wall 6,745 | Joshua Chalom “1, Rona Spano 30,410 | Scott Smith
2. Jacqueline deVooght | 5037 | Rick Attig *2, Robin Denham 28541 | Larry Geneser
3, Robin Denham 3545 | Larry Geneser 73. BrendaDiSomma | 27790 | Eric Giglione
4. John Molina. 3225 | Jatoft-oti 4. AL Wall 24,05 | Joshua Chalom
5. Irene Rurycz 2390 | James Surace 5. Bernard Wendeker | 22,843 | Rick Attig
Category В No. Cards SGA Category В No. Cards SGA
1. Joseph Ward 2,633 | Geneser-Bitman “1, Laurie Onasch 19,517 | Manone & Altig
2. Vivian Dwyer 2052 | Ali Shahrak 22. Malka Arony 18409 | Соһеп-Найтап
3. Darrell Dorey 2037 | Ramin Kouladji 53, Erin McKee 34,79. | Shashi Parekh
4. Becky Cutler 1,533 | Wiliam Jennings 4. Sandra Johnson 1183 | Gary Bleier
5. Laurie Onasch 1264 | Manone 8 Altig 5. Lydia Hovanski 11.198 | Alan Jennings
All Time PR Group Production Record PR Group Production Record
Month: 125 groups Darrell Dorey 330 groups Darrell Dorey
Category С No. Groups SGA Category SGA
1. Roy Jessome 40 | Ramin Kouladji . Darrell Dorey Ramin Кошай!
2, Darrell Dorey 31 | Ramin Kouladji 22. Roy Jessome Ramin Кошай}
3. Jenny Wiliams 18 — | Rick Attig 2. Richard Case James Surace
3. Joseph Ward 18 | Geneser-Bitman 4. Kenneth Altizer Marc Morton
3. Becky Cutler 15 | Bill Jennings 5. Vivian Dwyer Ali Shahrak
3. Susan Kelleher 18 | David Zophin
З. Tracy Smith | 15 | Robert Smith
Category A = SGA categories one and two. Category В = SGA categories three, four, five and six. Category C = Top number of contracts signed from all SGA
categories. Public Relations Manager selection guidelines for recognition in the Spotlight areas follows: Must have two РЯ, Representatives coded and meet all
‘production requirements.
SPOTLIGHT NOVEMBER 2002 ж WWWAILIFECOM
PR BONUS
Qualifiers
Kenneth Altizer
Darrell Dorey $1,088
Richard Case $1,088
Robin Denham $1,088
Vivian Dwyer $975
Jacqueline deVooght $825
Becky Cutler. $708
AI Wall $788
Robin Andrade. 5788
Susan Kelleher $708
Leanor Lopez $750
Richard Jessome 5750
John Molina 5750
Joseph Ward. $750
Tracy Smith $750
Brenda DiSomma $725
Rona Spano $725
Irene Ruryez $650
John Wilkinson $625
Leo VanDenBussche $580
Bernard Wendekier $550
Chery! Cook 5550
Joseph Westfall 5525
Patricia Metcalf $500
Jennifer Орға $500
Laurie Onasch 5435
Robert Dailey $400
Manon Brulotte $400
Malka Arony $313
Erin McKee $300
Shannon Walker $300
da Bauknochl-Hicks $290
Erica Dalager $275
Bill Gibson $263
Catherine Briggle $263
Cynthia Ware $263
Krissa Hensley $250
Lou Nell Busby $250
Gabriela Berloni $250
Roger Johnson $250
Sandra Johnson $240
Ayanna Prendergast $200
Lydia Hovanski $200
David Blaisdell $200
Frances Christie $200
Brenda Swecker $200
$24,726
SPOTLIGHT NOVEMBER 2002 ш WWW.AILIFECOM
OCTOBER
INSIGHT |
What is the Value of Your Experience?
Pablo Picasso was a well-known 20th Century artist.
During his lifetime he created an overwhelming
22,000 pieces. These works included paintings,
sculptures, ceramics, mosaics, graphic arts and even
stage designs. Picasso's art has become so reputable
and widespread that he is considered the inspiration
for the modern art movement including Cubism,
which he and Georges Braque co-invented, and for
which he is still famous today.
L recently read an interesting story about Picasso, and
it seems, this story has changed my life — or at least
my way of thinking.
on who wanted the napkin
On a more serious note, the story did make me realize
that my experience and knowledge — at least in my
chosen profession — do indeed have value. For that
matter, everyone’s experience has value. It is,
however, how an individual demonstrates that
experience and knowledge that increase the value of
these intangibles.
With this in mind, what is the value of your
experience and knowledge?
Will you be an integral part of your Ageney in
generating one thousand
А young man walked into a
small European café. Sitting
at a table near the entrance
was an older man that
resembled Pablo Picasso
The young man approached
the man and inquired about
his identity. The older
gentleman nodded, smiled
and admitted he was indeed
Picasso, Being a fan of the
artist, the young man
FROM THE DESK OF;
Denise Bowyer
National Director of
doing that which I cannot do, in
order that 1 may learn how to do it.”
hard cards annually/per
Producer coded?
Will you couple your
experience with an increase in
activity to help meet the
challenge of producing two
million leads throughout the
entire company?
Will you be willing to share
your experience and
knowledge by helping train
Vice President &
Public Relations
— Pablo Picasso
handed him a cocktail
napkin and asked, "Will you draw something 1 сап
keep as a souvenir?” Picasso said he would, but would
like to be paid the value of the drawing, The young
man agreed, and Picasso began to draw. Picasso
completed the drawing, held out the finished product
and said, "That will be $10,000." The young man
reddened, stammered and said, "Ten thousand dollars
— it only took you ten seconds.” Picasso smiled and
replied proudly, “No, it took me 30 years.”
Almost immediatel were me doing
the drawing the cock in would be worth
something like $2 and that would still greatly depend
new PR. Reps?
Will you be a mentor or be invited to serve on next
year’s Leadership Council?
Will you increase your activity to capitalize on the
proposed changes for a PR. Career contract,
retirement contributions, and increased monthly
bonus opportunities?
Will your worth be more as your experience and
knowledge grows?
Just remember, it is experience coupled with activity
that determine:
by you!
your value, and your value is decided
In Memoriam
iul Wellstone the Democratic Senator from Minnesc
“The plane went down in snowy, frozen
and then burst into flames іп a wooded area about seven mile:
icipal Airport.” Wellstone was on the campaign trail when his plan
died in a small plane crash on Oct, 25, 2002, According to CNN reports,
cast of the Eveleth.
lo carrying his wife and daughter, went down.
Mr. Wellstone was seeking re-election against the Republican candidate Norm Coleman, former mayor of St. Paul.
Senator Paul Wellstone was an advocate of health care coverage expansion, veterans affairs, environmental concerns and was a
friend to the labor movement. He will be gr
апу missed by the working men and women of Minnesota and America. Г
forget
to read next month's issue of Spotlight when Denise Bowyer pays tribute to this outstanding man and politican,
SPOTLIGHT NOVEMBER 2002 в WWWAILIFE.COM 23
ORLANDO
GJLF
When’s
your
next
“ра
time?
With 123 courses within a 45-minute drive of downtown
Orlando, it's a great place to work on your game — whether yeu
want.to/play'eréat courses, learn from top teacherseemwatel the
best compete. Orlando has,it-alit"TüSt ask some of the pros like
Tiger Woeds; Corey Pavin and Ernie Els who call it home.
What are you waiting for? When's your next Tee time?
www.go2orlando.com
Live Music
Archive
Librivox
Free Audio
Metropolitan Museum
Cleveland
Museum of Art
Internet
Arcade
Console Living Room
Open Library
American
Libraries
TV News
Understanding
9/11